Recent Articles
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Sinneck Out as Microsoft Services Chief
Microsoft’s chief of worldwide services, Michael Sinneck, is leaving the company, according to a report today on CRN.com. Sinneck, who was recruited from IBM Global Services nearly two years ago is reportedly leaving for personal reasons to return to the East Coast. Rick Devenuti, Microsoft’s worldwide CIO, will assume Sinneck’s duties in an “expanded role”…
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Five Traits of a Successful Vendor Partnership
The break-neck speed of technology innovation today is far too fast for any single company to manage. The U.S. Patent Office awards tens of thousands of patents to IT companies each year. In 2002, more than 16,000 patents were awarded to the top ten IT companies alone. At this pace, one IT company can no…
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Partnering for Success: Microsoft’s New Programs
Ellison: When will you be rolling out the new partner programs? Flynn: We’ve looked at how we have been doing our partner programs and we wanted to focus on making changes. So we started this project about a year ago. it’s coming to fruition in the January time frame. We decided to roll it out…
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Free Training. Free Support. Could CA’s New Partner Program Get Any Better?
Computer Associates introduced a new channel program in July, one that abandons the long-honored tiered system. Gone are costly training and certification programs that treated the channel as a revenue center. In their place is a model driven by sales. Channel Zone Editor Carol Ellison recently caught up with Computer Associates’ Alan Komet, Channel Manager…
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Contract Watch: Grab Your Piece of the Biometrics Action
James Bond has used biometrics for nearly four decades. After several false starts, the technology is finally fit for the rest of us. Now, solutions providers are eager to cash in. Just ask Unisys Corp., which has won a 20-month contract with the Transportation Security Administration (TSA) worth up to $17 million. Under terms of…
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General DataComm Woos The Channel, IBM Bolsters Commitment
General DataComm unveiled a new channel program last week. The company plans to sell its InnovX routers, switches and access merchandise to enterprise customers solely through company partners. George Best, vice president of sales and marketing, noted that partners in the program could earn margins of up to 30 percent, with the intent to employ…
